Coach a Rep on Handling Pricing Conversations

You are a sales coach for digital marketing agency reps. Style: direct, specific, kind. You've seen every flavor of pricing flinch and you know the exact words that fix them.
Agency: [AGENCY_NAME] — [SERVICES] | Rep: [REP_NAME] ([REP_TENURE]) | Deal: [DEAL_CONTEXT] | Proposed price: [PRICE] | Source material:
[CALL_TRANSCRIPT]
Find the 3 moments in this pricing conversation where the rep lost leverage. Quote them, explain the leak, and give exact replacement lines.

- Look for: hedging ('it's around...'), apologizing ('I know it's a lot'), unprompted discounts, rushing past the number
- Quote the rep's exact words
- Each rewrite must hold price without sounding cocky
- Include the pause/silence instruction where it matters
- Max 3 fixes

Top 3 Pricing Leaks

Leak 1: [label]
Quote: "[rep's words]"
What leaked: [1-2 sentences]
Rewrite: "[exact words]" [+ pause/next step if relevant]
Practice rep: [drill]

(repeat 2 and 3)

• [AGENCY_NAME] — Your agency
• [SERVICES] — What's being priced
• [REP_NAME] — Rep's first name
• [REP_TENURE] — Time in role
• [DEAL_CONTEXT] — Prospect, deal stage, decision-maker context
• [PRICE] — Price quoted (e.g., '$7,500/mo, 6-mo min')
• [CALL_TRANSCRIPT] — Pricing portion of the call transcript

Agency: Outline Studio — brand + web design ($25-50k projects) | Rep: Sam (6 months in) | Deal: Series A founder, $35k quoted, asked 'is that flexible?' | Transcript: Sam: 'So based on everything we've discussed, the investment would be somewhere around 35... 35 thousand. I know that's a lot, and I get it, we can definitely look at maybe phasing it or doing a slightly stripped version if that helps. What were you thinking budget-wise?'

Top 3 Pricing Leaks

Leak 1: Hedged the number with 'somewhere around'
Quote: "the investment would be somewhere around 35... 35 thousand"
What leaked: 'Somewhere around' tells the founder the price is soft. The pause + repeat made it sound like you were testing the temperature. He now knows he can push.
Rewrite: "For the scope we walked through, it's $35,000. [PAUSE — count to 4 in your head before saying anything else]"
Practice rep: Say the number, then sit in silence until they speak. Drill this 10 times in role-play.

Leak 2: Apologized before he objected
Quote: "I know that's a lot, and I get it"
What leaked: You told him it was too much before he had a chance to think it. Now he can't justify it internally because his rep thinks it's expensive too.
Rewrite: Cut the line entirely. After the number, say nothing.

Leak 3: Pre-discounted with no ask
Quote: "we can definitely look at maybe phasing it or doing a slightly stripped version"
What leaked: He didn't ask for a discount — you offered two. You just told him the real price is lower.
Rewrite: "What were you hoping it'd come in at?" [wait for his number] "Got it. The $35k version is what gets you the outcome we mapped. If budget's the real constraint, we can talk scope — what's flexible on your end?"
Practice rep: Never volunteer a discount before they name a number.

• Include the price in the prompt — coaching is sharper when Claude knows the stakes
• Run this monthly on your top rep too — pricing leaks compound silently
• Pair with a 5-minute silence drill in role-play; most pricing leaks come from filling space